30. Startups
Go out and…
Talk about their life, not your idea
Ask about specifics in the past
Future-tense opinions are lies
You gain nothing by convincing them
31. Bad questions
Do you think it’s a good idea?
Would you buy a product which solved this problem?
How much would you pay for this?
32. Better Questions
How do you currently deal with this problem?
When does this problem pop up?
Please show me how you...
Talk me through the last time you had this problem.
What did you try to do about it?
How much money does this problem cost you?
35. Danger - Bullshit radar:
Sounds great. I love it!
Brilliant -- let me know when it launches!
I would definitely buy that!
What you want is:
Permission to contact again
Clear next meeting
Introduction to decision-maker
Commitment to run a trial
Pre-purchase
37. Final Task
Plan how to approach your customer
Where are you going to find your customer?
How are you going to approach him/her?
What do you want to validate (hypothesis)?
Goal: How many people do you want to talk to for feedback?
Think about how to collect the feedback.
Go out and talk to your customers!
Let them talk – only talk about your solution at the very enda
38.
39. I saw the
angel in
the stone
and carved
until I set
him free.
40. The pivot.
It used to be called the fuck up
Think global, be lean, go play
Go out talk to you customers!
Questions: mike@startupwiseguys.com
Notes de l'éditeur
Introduction
Who
Asked by different governments to advice building an ecosystem
Always get 2 question:
1) What makes startups succeed and 2) How can we build better ecosystem? (Should we launch an Accelerator)
Today – I don’t want to show you the numbers or say that we need more venture capital.
We all know that startups are creating most of the future jobs
Today, let me show what I think can be done differently
1
And for startups its all about this one sentence.
Validate properly and learn faster
To appeal to wide audience
Attempt 2 things:
One practical advice to startups. What is extremely important
Inspire how to be different building an ecosystem
.30
And a key problem is the lack of validation
Proper validation
Mark 5
Only accept concrete feedback. In B2B case it should lead to a follow up meeting or concrete next action
